Posted under Sales
from http://thesalesblog.com 75 days ago

When I was very young and new to sales, I thought that bigger companies were better managed, better resourced, and had fewer problems. The larger the clients I won, the more I realized that bigger companies have bigger problems, and they have more of them. Wal-mart is now dealing with the very real threat of Amazon.com, a giant problem, and one not easily solved.

I also believed that bigger companies have better talent. I thought that because they had more money and more opportunities, they would acquire all the best talent. The scale of a larger company requires more talented people, and their much larger needs often leaves them with a much larger deficit when it comes to hiring the people they need.

For the first few years I worked in sales, I believed that my larger competitors had advantages when it came to sales. They worked for a ...

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